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You COULD generate more business than you can handle if you use digital marketing well
by Tony Vidler        Regular readers will know that I am a massive fan of using social media and other digital marketing tools and tactics, especially in professional services where we are trying to market our expertise, rather than sell a tangible product.  My reasons are simple: we need to create recognition in our target markets […]
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Uncomfortable with Referrals? No problem…there is another way…
by Tony Vidler        Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals. In fact there IS a good chance that you will jeopardise your existing business […]
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How To Generate Introductions Whenever You Want Them, To Whoever You Want
by Tony Vidler        Referral business is pure gold…it is the Holy Grail for advisers to be running a business where they are only working with referrals. Introductions are even better. Most advisers sit back and wait for clients or centre’s of influence to refer, but you can generate the referrals – or introductions -you […]
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Help Referrers Really Understand Who You Want To Meet
by Tony Vidler        One of the reasons referrers don’t give us quite the right quality referral most of the time is that we are often very poor at describing the person we work best with when we are having a referral discussion to begin with. It’s our fault; not theirs for the wrong sort […]
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Unremarkable Means You Are Un-Referable
by Tony Vidler        Virtually all professional service firms would love to work on referral business alone, but somehow struggle to even get to the point where they have regular referrals from clients that are unsolicited.  They are simply not referable. The missing ingredient for many service firms is remarkable service, or remarkable value. Customers […]
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Word of Mouth marketing is still where it is at!
by Tony Vidler        Word of mouth marketing is more important than ever despite the value of digital and social media.  Digital and social are immensely valuable in creating an audience and engaging with prospective customers…BUT… Word-of-mouth marketing is still where it’s at in financial services when it comes to prospecting and converting those prospects […]
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Creating advocates
The 5 big C’s that will create advocates for you
by Tony Vidler        If you want to move clients up the loyalty ladder and create advocates for your business there are 5 critical areas that you have to demonstrate, and the clients have to believe, before the business relationship will bloom to full advocacy.   In this quick tips video we discuss these 5 […]
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Building A Systematic Referrals Business
by Tony Vidler        Building a successful advisory business requires building a systematic referrals process. Key words there are “systematic” and “process”.   In the absence of a strong system referrals will simply be received on an ad hoc basis, drifting in whenever a particular customer is especially motivated to do so, or when an […]
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professional advisers working together
How to work in tandem with other professionals
by Tony Vidler        Working in tandem with the clients other professionals such as their accountant and lawyer is the objective of most financial professionals.  Yet, the challenge is often not the client, but the other professionals in making this a reality.   We need to be able to show the other professionals who work […]
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10 Steps To Programming Referrals From Clients
by Tony Vidler        Getting referrals from clients is usually a very hit & miss thing for advisers…IF they remember to put the issue on the table at all.  Largely this is an issue created by not being systematic about obtaining leads from our satisfied customers.   Part of the reason for not being systematic […]
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